Job Title: Enterprise Account Executive
Location: Remote/Hybrid - USA
Reports to: Chief Commercial Officer
Department Name: Key Accounts Growth
Job Types: Full Time, Exempt
Position Summary
The Enterprise Account Executive is responsible for driving new business acquisition, closing high-value enterprise sales opportunities, and delivering consistent organic revenue growth across a defined portfolio of national account opportunities. This role owns the entire sales cycle, from strategic prospecting, pipeline development through contract negotiation, and execution. Reporting to the Chief Commercial Officer, the successful candidate will leverage a combination of proactive outbound selling, executive relationship development, industry expertise, and existing professional networks to build and maintain a robust pipeline of qualified opportunities. The role is focused on acquiring and growing mid-sized to large enterprise customers, expanding Rubicons market presence, and achieving aggressive revenue, profitability, and growth objectives.
Key responsibilities include identifying and closing new business opportunities, developing C-suite and senior stakeholder relationships, managing complex sales processes, negotiating multi-year agreements, and executing account growth strategies that increase customer value and generate sustainable organic revenue growth. The ideal candidate is a proven enterprise sales professional with a track record of exceeding quotas, winning large strategic accounts, and delivering measurable business growth within Fortune 1000 or similarly complex organizations. Typical deal size will exceed $1-million annual contract value.
This position works cross functionally with Sales Development/Lead Generation teams, Strategic Sourcing, Account Management, and Marketing teams to review vendor bids, to support the setup of new key accounts, and to expand Rubicon's share of wallet with existing accounts. The Enterprise Account Sales role also works closely with internal sales teams to expand Rubicon's client base.
Essential Duties & Key Responsibilities
- Develop, implement, and execute on sales strategies for assigned accounts that meet and exceed established sales objectives.
- Leverage existing relationships and identify new prospects to promote Rubicon's products and services.
- Educate customers on service differentiation and value-added during the sales process.
- Collaborate with internal stakeholders and senior leadership to achieve favorable contracts and agreements, resulting in favorable payment terms, deal structures, and more.
- Proactively target customers' business needs through developing relationships and an understanding of customer needs and decision makers.
- Maintain a positive customer relationship after the close of sales through consistent follow ups and rapid issue resolution to earn referrals and to develop customer retention, trust, and a reputation of integrity.
- Leverage an understanding of the industry, account competitors, and the marketplace to develop partnerships with waste and recycling industry regulars.
- Support Key Account Directors in pursuing share of wallet expansion opportunities.
- Travel to and attend trade shows, assisting with booth setup and Rubicon marketing.
- 50% average travel and/or work onsite - based on business needs.
- Performs other duties as assigned or apparent.
Supervisory Responsibilities:
- This job has no direct supervisory responsibilities.
- May assist with onboarding and training of new team members on Key Account Growth processes, systems, and procedures as assigned.
- Supports knowledge sharing and continuous improvement efforts within the Key Accounts Growth function.
Experience & Qualifications:
- High School Diploma and Bachelor's degree in a related field required.
- Five (5)+ years of relevant work experience with a successful track record of multi-million dollar national account selling and relationship management.
- Proficiency with Salesforce or similar CRM systems to build, maintain, and communicate existing pipelines with senior and executive leadership.
- Sales experience in the following industries is preferred:
- Restaurants / Quick Service Restaurants (QSR)
- Hospitality / Hotels
- Property Management
- Grocery / Food Distribution
- In-depth knowledge of client relationship management strategies.
- Ability to communicate complex waste and recycling solutions to general audiences and different levels of internal and external stakeholders.
- Prior experience supporting sales-secondary staff with share of wallet expansion.
- Strong organizational skills with the ability to manage multiple priorities and deadlines in a fast-paced environment.
- Exceptional interpersonal skills, with the ability to interface effectively with stakeholders at all levels of the organization.
- Strong customer service orientation with the ability to handle inquiries and requests efficiently and professionally.
- Attention to detail and a commitment to accuracy in all aspects of client management.
- A proactive, can-do attitude with a willingness to take ownership of tasks and drive them to completion.
- Strong problem solving and critical thinking skills.
- Ability to work effectively and independently with minimal supervision, while also being a team player who thrives in a collaborative environment.
- Discretion and trustworthiness in handling sensitive information and supporting high-level strategic initiatives.
Physical Demands and Working Environment
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this position. Reasonable accommodation may be made to enable individuals with disabilities to perform the functions.
- While performing the duties of this job in a home office setting, the employee is regularly required to work on a computer for extended periods of time.
- Frequent use of a computer requires fine motor skills and hand-eye coordination.
- Ability to sit for extended periods while working from home or a designated workspace.
- Ability to perform tasks that require sustained attention and focus.
- Occasional lifting of materials up to 25 pounds.
- Travel to attend team meetings may be required.
- To facilitate working from home, and as a requirement for this role, the employee must provide reliable internet connection with sufficient bandwidth to execute all job functions and technology setup conducive to remote work. The company laptop will be provided.
- A quiet, distraction-free workspace is required for maintaining productivity.
- Collaboration with team members may occur through virtual meetings and communication platforms.